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AM: Marketing Challenge #3; The Informatics Institute wants to grow it's Washington business

To:     "''" <>
Subject:     AM: Marketing Challenge #3; The Informatics Institute wants to grow it's Washington business
From:     Richard Hayden <>
Date:     Thu, 12 Feb 1998 12:03:33 -0500
Organization:     Advanced Management Solutions
Reply-To:     "" <>


Some quick thoughts ...

My first step would be to validate their level of understanding of why they 
should implement your solutions, i.e. their knowledge of the benefits and 
also of the implementation issues and risks.  My instinct would be that 
many of your target audience are not especially technically literate and as 
your products are based on recent (and in some cases quite revolutionary) 
technology I would expect them to take a cautious approach.  Particularly 
in my experience the health sector is often cautious in adopting new 
techniques and methods.

Having understood your audiences level of knowledge I would also suggest 
that you make it easy as possible for them to understand the benefits of 
the products you offer.  A 'white paper' providing free education on issues 
and technologies, plus a section with substantive client quotes and 
endorsements would help this.  It will help them to develop their own 
vision of the value of a solution and perceive your organization as an 
educator as well as product vendor.


Richard Hayden

Richard Hayden
Vice President, Marketing & Strategy
Advanced Management Solutions Inc.

tel:	(+1) 703 968 8073
fax:	(+1) 703 631 4491

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